1. Copyright © 2005 by South-Western, a division of Thomson Learning, Inc. All rights reserved. 12-1 What is Marketing? Marketing—process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods, services, organizations, and events to create and maintain relationships that satisfy individual and organizational objectives. Marketing Mix: 4Ps Product (ideas, goods, services) Price Promotion Placement (Physical Distribution)

2. Copyright © 2005 by South-Western, a division of Thomson Learning, Inc. All rights reserved. 12-2 What is Marketing? How Marketing Creates Utility Utility—want-satisfying power of a good or service.  Production creates form utility  Marketing creates time, place, and ownership utility

3. Copyright © 2005 by South-Western, a division of Thomson Learning, Inc. All rights reserved. 12-3 Evolution of the Marketing Concept Over time, marketing activities evolved Four Eras in the History of Marketing

4. Copyright © 2005 by South-Western, a division of Thomson Learning, Inc. All rights reserved. 12-4 Delivering Added Value through Customer Satisfaction and Quality Customer Satisfaction—result of a good or service meeting or exceeding the buyer’s needs and expectations. Value-added—occurs when a company exceeds value expectations by adding features, lowering its price, enhancing customer service, or making other improvements to increase customer satisfaction Feedback- Important to find out how buyers perceive the company or its products

5. Copyright © 2005 by South-Western, a division of Thomson Learning, Inc. All rights reserved. 12-5 Nontraditional Marketing Growth in the number of not- for-profit organizations has forced them to adopt businesslike strategies and tactics to successfully compete

6. Copyright © 2005 by South-Western, a division of Thomson Learning, Inc. All rights reserved. 12-6 Developing a Marketing Strategy Target Market and Marketing Mix within the Marketing Environment

7. Copyright © 2005 by South-Western, a division of Thomson Learning, Inc. All rights reserved. 12-7 Developing a Marketing Strategy Selecting a Target Market Target Market—group of people toward whom an organization markets its goods, services, or ideas with a strategy designed to satisfy their specific needs and preferences.  Consumer Products  Business Products

8. Copyright © 2005 by South-Western, a division of Thomson Learning, Inc. All rights reserved. 12-8 Developing a Marketing Strategy Developing a Marketing Mix Marketing Mix—blending the four elements of marketing strategy—product, distribution, promotion, and price—to satisfy chosen customer segments.  Product strategy  Distribution strategy  Promotional strategy  Pricing strategy

9. Copyright © 2005 by South-Western, a division of Thomson Learning, Inc. All rights reserved. 12-9 Marketing Research—collection and use of information to support marketing decision making. Marketers Conduct Research for 5 basic reasons: Identify marketing problems and opportunities Analyze competitors’ strategies Evaluate and predict customer behavior Gauge the performance of existing products and potential for new ones Develop price, promotion, and distribution plans

10. Copyright © 2005 by South-Western, a division of Thomson Learning, Inc. All rights reserved. 12-10 Marketing Research for Improved Marketing Decisions Obtaining Marketing Research Researchers use both internal and external data  Internal data is generated within the researcher’s organization  External data is gathered from sources outside their firms  Primary Data data collected firsthand  Secondary Data previously published data

11. Copyright © 2005 by South-Western, a division of Thomson Learning, Inc. All rights reserved. 12-11 Applying Marketing Research Data As the accuracy of information collected by researchers increases, so does the effectiveness of resulting marketing strategies  Examples: Products are improved Advertisements become more effective Customers are more satisfied

12. Copyright © 2005 by South-Western, a division of Thomson Learning, Inc. All rights reserved. 12-12 Computer-Based Marketing Research Systems Universal Product Code (UPC)—computers identify the product, its manufacturer, and its price Marketing research firms store consumer data and commercially available databases Data Mining—computer search of massive amounts of customer data to detect pattern and relationships. Data Warehouses

13. Copyright © 2005 by South-Western, a division of Thomson Learning, Inc. All rights reserved. 12-13 Market Segmentation Market Segmentation—process of dividing a total market into several relatively homogeneous groups. Criteria for Market Segmentation Measurable Accessible Large enough for profit potential Paco Jeans Made Not for All Jeans Wearers, But for A Certain Market Segment

14. Copyright © 2005 by South-Western, a division of Thomson Learning, Inc. All rights reserved. 12-14 Methods of Segmenting Consumer Markets

15. Copyright © 2005 by South-Western, a division of Thomson Learning, Inc. All rights reserved. 12-15 Methods of Segmenting Business Markets

16. Copyright © 2005 by South-Western, a division of Thomson Learning, Inc. All rights reserved. 12-16 Steps in the Consumer Behavior Process

17. Copyright © 2005 by South-Western, a division of Thomson Learning, Inc. All rights reserved. 12-17 Creating, Maintaining, and Strengthening Marketing Relationships Benefits of Relationship Marketing Can help all parties involved by:  Mutual protection against competitors  Lower costs  Higher profits  Preferential treatment Lifetime value of a customer

18. Copyright © 2005 by South-Western, a division of Thomson Learning, Inc. All rights reserved. 12-18 Tools for Nurturing Customer Relationships Frequency Marketing—program that rewards purchases with cash, rebates, merchandise, or other premiums Affinity Program—marketing effort sponsored by an organization solicits involvement by individuals who share common interest and activities Co-marketing—two businesses jointly market each other’s products Co-branding—occurs when two or more businesses team up to closely link their names for a single product